How Providing Exact Information Can Lead to More Clients

In our business it is easy to be viewed as a commodity. We all sell, promise and offer pretty much the same as our competitors…at least that’s the case if you ask the general public. So, I think it is worth taking a look at why and when people are willing to pay for information.

There are basically 8 reasons people will pay for information:

Convenience – Hey, we can all read maps…we can even get a map drawn for us on MapQuest online, but what does almost every car have today? GPS devices. It’s just plain easier (and more fun) to have a device tell us where to go. It saves having to stop on the side of the road to look at the map. It saves us from having to search all over the car or house for the map.

Same thing with our lettuce and carrots… is it really that hard to wash our produce? And yet, virtually nobody does it anymore because it’s more convenient to just buy it already washed and bagged for us.

So what are you doing to make your practice more convenient for your prospects and clients?

Do you give prospects maps to your office?

How convenient is your parking?

Provide information that is easy to understand and access?

One stop shopping for all their financial needs

Tax preparation

Legal needs

Banking

Some say that the future of our industry is to have all the clients’ financial needs under one roof. Whether you believe this or not, it still pays to sit down and think about how you can make your practice more convenient for those that you serve.

Efficiency – We could probably all change the oil in our cars if we wanted to but with today’s cars, it is more efficient to have it done for us. We don’t have to spend time finding the right tools, setting up, taking down, and finding a place to dispose of the used oil. It’s just more efficient to drive in and have it done for us.

What are you doing to make your clients financial situation more efficient?

Do you give your clients a tax package at tax time to save them from having to gather the info themselves?

Do you offer your clients easy to read, consolidated statements so they can see at a glance how they are doing?

Make sure you pay attention to even the smallest complaints that your clients or prospects have about dealing with their finances. Use that information to come up with ways to make things more efficient for them.

Mike Kaselnak has been in the financial industry for over 25 years and has successfully coached over 500 advisors since the year 2000.He is considered to be one of the most creative marketers and sales coaches in the industry. His past coaching clients make up a who’s who of the financial industry.Over a dozen of the advisors Mike coached saw so much success they were able to start their own marketing and financial firms.Open any industry journal or magazine and you are sure to find two, three, and even four of his former pupils being featured.

About the Author

Mike Kaselnak has been in the financial industry for over 25 years and has successfully coached over 500 advisors since the year 2000. He is considered to be one of the most creative marketers and sales coaches in the industry. His past coaching clients make up a who’s who of the financial industry. Over a dozen of the advisors Mike coached saw so much success they were able to start their own marketing and financial firms. Open any industry journal or magazine and you are sure to find two, three, and even four of his former pupils being featured.